Negotiations - Publications - Faculty & Research

Feb 02 2017
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PLD—Your Catalyst for Growth

Jan 23 2017
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Developing the Confidence to Take Risks

Aug 04 2015
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Taking Time to Learn, Reflect, and Grow

Aug 05 2014
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Making an Investment in Yourself

Jul 03 2014
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Appreciating the Science of Business

Sep 02 2014
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Developing the Tools to Embrace Change

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Field Course: Foundry AI Lab - Course Catalog

counterparty role in different entrepreneurial negotiation settings, e.g., splitting equity with a co-founder; negotiating terms with an investor; hiring a key early employee. The bots could also provide... View Details

June 2018 (Revised January 2020)
Case

Renegotiating NAFTA

By: Laura Alfaro, Haviland Sheldahl-Thomason and Sarah Jeong

January 1, 2019 marked the 25th anniversary of the North American Free Trade Agreement (NAFTA). Twenty-five years after the landmark trade pact was signed by the United States, Canada, and Mexico, considerable debate surrounded it. Trade and trade agreements were a... View Details

Keywords: Trade; Negotiation; Agreements and Arrangements; Cost vs Benefits; Auto Industry; United States; Mexico; Canada

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May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (A)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details

Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy

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Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment. As CEO, he expanded the firm’s... View Details

Keywords: Fabricated Goods

Article

Dualities in Negotiation: Introduction

By: James K. Sebenius

Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details

Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions

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01 May 2015
News

A Flood of Picassos Threatens to Water Down the Art Market

16 Oct 2013
News

'Bad negotiators': Experts say Congress is getting it wrong in fiscal talks

Feb 07 2012
Testimonial

PLD Module 5: Alumni Status

19 Dec 2012
Research & Ideas

Affordable Housing: Israel and the United States

States, the approaches are reasonable. The task is to translate a theoretically reasonable approach into a workable policy. Implementing any of these approaches will require negotiations between the federal and the local governments, to... View Details

Keywords: by Nicolas P. Retsinas, John H. Vogel & Charles S. Laven; Construction; Real Estate